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How to write about your experience

Most companies misuse experience as a qualification and present it poorly

Too many companies lead with their experience as if it’s the most important consideration for the customer. This is especially true of incumbents. The problem is that every company that’s a serious competitor will have relevant experience. Maybe it won’t be the same. But it will be enough for the customer to consider their offer. If all you put on the table is your precious experience, then you’re at risk of losing to someone with a better offering.

The main reason you are at risk is that experience doesn’t matter much. You will never lose out to someone on a job solely because you had 15 years of experience and they had 17. Even a gap like 5 or 10 probably won’t matter. The only reason it matters on a resume is that companies get so many of them and do such a bad job of assessing which candidates are better from what they put on paper. In a proposal it clearer which is the better offer. But the more proposals they receive, the more they’ll focus on such details. If you are competing against dozens or hundreds of companies, take note. If you are only competing against two or three companies who will all make it to the final cut, then experience probably should not be your go to way of saying how great you are.

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